Strategic Account Management Association

SEPTEMBER 13, 2021

In business, it has created an opportunity to reflect on how companies are managing customers, and it has given customers a window of opportunity to re-evaluate their supplier relationships to determine which partnerships are truly valuable. We’re seeing it first hand. The ecosystem: When creating value, think outside your own business.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Deep Insight

DECEMBER 1, 2022

Revenues at Kainos, excluding acquired companies (£m, 2015-2022). The graph on the right shows that in 2015, Kainos generated revenues of £61m. Its revenues would still have grown as the clients that were on its books in 2015 generated revenues of £68m in 2016. In 2015 Kainos floated on the London Stock Exchange.

Profitability 52

Profitability Procurement B2B Digital Transformation 52

Aepiphanni

DECEMBER 17, 2020

In a Medium article written by the founder and owner, Maren Kate, she tells the story of how the company dissolved overnight in 2015 after scaling fast and not realizing beforehand that their burn rate was high. Zirtual, a virtual assistant startup, is one example of this. This highlights the importance of cash flow management.

Management 40

Management Suppliers Finance Small Business 40

Cosawi

FEBRUARY 27, 2023

This in turn rewards the progressive, ABM embracing company by being seen as a forward-thinking and customer-centric supplier who focuses on deploying the total value of their company’s capabilities where and when the customer needs them. In the one-to-one scenario, the supplier is trying to distill the value of targeting customers.

Marketing 52

Marketing Suppliers Investors Account Planning 52

Arpedio

NOVEMBER 30, 2021

Another strategy is the Challenger Sales method which relies on delivering insight about an unknown problem or opportunity in the customer’s business that the supplier is uniquely positioned to solve. Customer: Supplier selection: “Does this do what we want it to do?” Bain & Company.

Digitalization 52

Digitalization Account Management B2B Decision-making 52

Planview

DECEMBER 24, 2015

The skinny: You’re going to love Spigit’s 2015 Ultimate Holiday Gift Guide, with a handpicked selection of gifts ranging from books to events to fun goods. The skinny: Have you asked your suppliers for ideas on how to innovate and drive greater value for your customers? Who it’s from: Spigit. Read more ».

Innovation 40

Innovation Supply Chain Suppliers Finance 40

QYMATIX

NOVEMBER 1, 2022

” Here are a few examples: Price increases on the part of suppliers are passed on to customers one to one; customer loyalty measures are widely distributed, or all customers receive offers on a new product. Roland Berger (2015): Die digitale Zukunft des B2B-Vertriebs. How can it be done better? With artificial intelligence.

Artificial Intelligence 40

Artificial Intelligence Sales Management Management B2B 40